Small Spark Theory: a marginal gains approach to new business and marketinghttp://www.gunpowderconsulting.co.uk
All you need is a {bright spark}Wed, 01 May 2019 12:38:45 +0000en-UShourly1https://wordpress.org/?v=5.1.1New business is one of those subjects guaranteed to get a reaction from agency owners everywhere. Many will have a nagging feeling they should be doing a bit more, wonder how other agencies manage to land the accounts they covet, have moments of wild inspiration and energy then falter because the day job just, well gets in the way.<br />
Gunpowder’s Lucy Mann has worked in agency new business for over 25 years and has witnessed these scenarios, and many more like them, as an outsourced new business telemarketer, a new business recruitment consultant, in house new business developer, in house head of marketing, and new business mentor across multiple disciplines and agency shapes and sizes.<br />
Regardless of size and discipline, many agencies encounter the same new business challenges, and more and more, the solution is not necessarily an ambitious marketing plan, or expensive sales resource, but instead a forensic application of process and a marginal gains approach to performance improvement.<br />
Gunpowder’s podcast, Small Spark Theory® explores the small changes we can make to our sales and marketing process to achieve better new business results. With contributions from a range of experts, each episode will examine a single element of the process in detail, providing manageable tips for improvement.<br />
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Find our more about Gunpowder Consulting, please visit gunpowderconsulting.com<br />
Follow us on Twitter @gunpowdertweets and join the conversation at #smallsparktheory<br />
Music from Jukedeck - create your own at http://jukedeck.com.<br />
Host - Lucy Mann<br />
Producer - Isabelle Jarvis<br />
Editor - Clair UrbahnLucy ManncleanLucy Mannisabelle@gunpowderconsulting.comisabelle@gunpowderconsulting.com (Lucy Mann)Gunpowder Consulting LtdA collection of thoughts, ideas and practical tips on using marginal gains to help with agency new business endeavours.Small Spark Theory: a marginal gains approach to new business and marketinghttp://gunpowder.wpengine.com/wp-content/uploads/powerpress/Small_Spark_Theory_V2.jpghttp://www.gunpowderconsulting.co.uk
EP28: Client Development Part Two | Jim Hawker | Threepipehttp://www.gunpowderconsulting.co.uk/ep28-client-development-part-two-jim-hawker-threepipe
Wed, 01 May 2019 08:34:51 +0000http://www.gunpowderconsulting.co.uk/?p=1211http://www.gunpowderconsulting.co.uk/ep28-client-development-part-two-jim-hawker-threepipe#respondhttp://www.gunpowderconsulting.co.uk/ep28-client-development-part-two-jim-hawker-threepipe/feed0I’ve spent a lot of time thinking about client relationships recently. Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the scale those numbers will then afford us – the extra bodies, extra offices, extra services – or even exit! This focus on the numbers […]I’ve spent a lot of time thinking about client relationships recently.

Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the scale those numbers will then afford us – the extra bodies, extra offices, extra services – or even exit!

This focus on the numbers is essential but we should quickly translate these targets into the kinds of relationships we need to add into the business. Adding lots of clients who deliver short term revenue is what keeps us on the hamster wheel, whereas building strategic relationships, allows us to build not only sustainable revenue but that holy grail that comes with true advocacy – referrals!

We talked a lot about the theory of client development with Iain Johnston in episode 26 of Small Spark Theory, and in this episode we return to the subject with Jim Hawker from Threepipe.

An independent, owner-managed digital agency of 90 people delivering SEO, PR, social, search, display and creative, Threepipe are hot property. At the time of writing, they have been shortlisted for the Holmes Report Digital Consultancy of the year and have achieved 20% growth for the third consecutive year, with 20% margins. Impressive stuff.

Jim and I discuss the practical implications of client development planning, relationship building, client satisfaction, motivation and much, much more.

]]>I’ve spent a lot of time thinking about client relationships recently. Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the scale those numbers will then afford us – the extra bo...I’ve spent a lot of time thinking about client relationships recently. Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the scale those numbers will then afford us – the extra bodies, extra offices, extra services – or even exit! This focus on the numbers […]Lucy Mannclean29:43EP27: LinkedIn | Alex Low | Digital Leadership Associateshttp://www.gunpowderconsulting.co.uk/ep27-linkedin-alex-low-digital-leadership-associates
Wed, 03 Apr 2019 17:06:48 +0000http://gunpowder.wpengine.com/?p=1200http://www.gunpowderconsulting.co.uk/ep27-linkedin-alex-low-digital-leadership-associates#respondhttp://www.gunpowderconsulting.co.uk/ep27-linkedin-alex-low-digital-leadership-associates/feed0“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.” This is a phrase I have repeated many times during my engagements with agencies over the years, and one I stand by now more than ever. LinkedIn has become an incredible tool […]“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.”

This is a phrase I have repeated many times during my engagements with agencies over the years, and one I stand by now more than ever.

LinkedIn has become an incredible tool to support new business, but in many cases, agencies are only just scratching the surface of how they can leverage the platform to expand and engage their networks, whilst showcasing expertise.

Having spent many years working in property, recruitment, management consultancy and law, Alex now advises a wide range of professional services businesses, empowering fee earners, business development and marketing teams to leverage the power of their networks to drive better, more relevant business conversations through social.

So if you’ve been wondering how to get started with LinkedIn, or how to unlock the next level of network engagement – this episode is for you.

]]>“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.” This is a phrase I have repeated many times during my engagements with agencies over the years,“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.” This is a phrase I have repeated many times during my engagements with agencies over the years, and one I stand by now more than ever. LinkedIn has become an incredible tool […]Lucy Mannclean43:52EP26: Client Development Part One | Iain Johnston | Hill Dickinsonhttp://www.gunpowderconsulting.co.uk/ep26-client-development-part-one-iain-johnston-hill-dickinson
Mon, 04 Mar 2019 14:46:27 +0000http://gunpowder.wpengine.com/?p=1196http://www.gunpowderconsulting.co.uk/ep26-client-development-part-one-iain-johnston-hill-dickinson#respondhttp://www.gunpowderconsulting.co.uk/ep26-client-development-part-one-iain-johnston-hill-dickinson/feed0It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within our existing client relationships. Over the years I have met many, many agency owners, who have a nagging suspicion that they […]It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within our existing client relationships.

Over the years I have met many, many agency owners, who have a nagging suspicion that they could be doing more for their current clients, but feel unable to move the relationship from supplier, to trusted partner, and thereby unlocking not only greater revenue potential, but that magical fairy dust we know as referrals.

This is a big subject that I’m going to come back to over future podcast episodes, but to kick us off I wanted to track down the person who has been the most influential in helping me understand not only the skills required for client development, but how embedding process is the ultimate game-changer.

Iain Johnston has more than 25 years of experience in marketing services and business development, and has founded, developed and sold or floated several technology firms.

Iain spent 11 years running GB Group, was deputy chairman at Alterian, CEO of the Loewy Group and has spent 18 years as chairman of Event Marketing Solutions. Now COO of international law firm Hill Dickinson, I travelled to Liverpool to chat to Iain and find out more about his approach, and how everyone can harness marginal gains in client development.

]]>It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within our existing client relationships.It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within our existing client relationships. Over the years I have met many, many agency owners, who have a nagging suspicion that they […]Lucy Mannclean22:50EP25: Agency Thought Leadership | Pip Stocks | Brandhookhttp://www.gunpowderconsulting.co.uk/ep25-agency-thought-leadership-pip-stocks-brandhook
Fri, 15 Feb 2019 07:50:11 +0000http://gunpowder.wpengine.com/?p=1190http://www.gunpowderconsulting.co.uk/ep25-agency-thought-leadership-pip-stocks-brandhook#respondhttp://www.gunpowderconsulting.co.uk/ep25-agency-thought-leadership-pip-stocks-brandhook/feed0I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more. Pip Stocks runs Brandhook, a Melbourne-based brand and customer experience consultancy. Over the last four years Pip, and Brandhook, have owned the conversation around “Closing the Gap”, understanding how brands can […]I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more.

Over the last four years Pip, and Brandhook, have owned the conversation around “Closing the Gap”, understanding how brands can get closer to their customers in an era of increasing digital disruption.

I’ve followed the progress of Closing the Gap, as a series of presentations, blog posts, editorials, a podcast, numerous speaking engagements and a book. It has been a masterclass in agency thought leadership campaigning I have referenced to my clients again and again.

]]>I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more. Pip Stocks runs Brandhook, a Melbourne-based brand and customer experience consultancy. Over the last four years Pip,I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more. Pip Stocks runs Brandhook, a Melbourne-based brand and customer experience consultancy. Over the last four years Pip, and Brandhook, have owned the conversation around “Closing the Gap”, understanding how brands can […]Lucy Mannclean27:19EP24: The new business email | Kimi Gilbert | The Future Factoryhttp://www.gunpowderconsulting.co.uk/ep24-the-new-business-email-kimi-gilbert-the-future-factory
Mon, 07 Jan 2019 21:42:03 +0000http://gunpowder.wpengine.com/?p=1177http://www.gunpowderconsulting.co.uk/ep24-the-new-business-email-kimi-gilbert-the-future-factory#respondhttp://www.gunpowderconsulting.co.uk/ep24-the-new-business-email-kimi-gilbert-the-future-factory/feed0Dear prospect, my name is Lucy, I’m writing to introduce……. And so it goes, the new business email, putting the fear into agency folk across the land. It’s no surprise. For many people, selling isn’t something that comes naturally. And trying to sell yourself, or your agency, in a blank email window while […]Dear prospect, my name is Lucy, I’m writing to introduce…….

And so it goes, the new business email, putting the fear into agency folk across the land.

It’s no surprise. For many people, selling isn’t something that comes naturally. And trying to sell yourself, or your agency, in a blank email window while the cursor blinks impatiently back at you, is no mean feat. In my experience, many best laid plans to contact a painstakingly researched list of prospects stall at this point, or we manage to email a few, wring our hands, get no response, swear a bit and then give up.

Sound familiar? Then this episode is for you. Kimi Gilbert is Director of Training & Development at new business agency The Future Factory and trains her team, and agencies of all disciplines, in the art of writing new business emails that work.

Kimi joins me to share her top tips for getting email cut-through, based on years of data and client feedback. If you’re looking for a way to make marginal gains into your new business performance then this is the perfect place to start.

The next Winning New Business via Email course takes place in March, places are limited but you can find out more information or book tickets here.

]]>Dear prospect, my name is Lucy, I’m writing to introduce……. And so it goes, the new business email, putting the fear into agency folk across the land. It’s no surprise. For many people, selling isn’t something that comes naturally.Dear prospect, my name is Lucy, I’m writing to introduce……. And so it goes, the new business email, putting the fear into agency folk across the land. It’s no surprise. For many people, selling isn’t something that comes naturally. And trying to sell yourself, or your agency, in a blank email window while […]Lucy Mannclean27:08EP23: The Christmas Crackerhttp://www.gunpowderconsulting.co.uk/ep23-the-christmas-cracker
Thu, 13 Dec 2018 20:35:27 +0000http://gunpowder.wpengine.com/?p=1172http://www.gunpowderconsulting.co.uk/ep23-the-christmas-cracker#respondhttp://www.gunpowderconsulting.co.uk/ep23-the-christmas-cracker/feed0Just in time for Christmas, we bring you a very special episode of Small Spark Theory. Across the series, we have asked all of our contributors to share the best piece of advice they’ve been given in their career, so we thought we’d take a wander through the last two years of episodes and […]Just in time for Christmas, we bring you a very special episode of Small Spark Theory.

Across the series, we have asked all of our contributors to share the best piece of advice they’ve been given in their career, so we thought we’d take a wander through the last two years of episodes and pick some of our favourites.

As always, we have a competition prize. We’ll be giving away a 15 minute timer from The School of Life, simply listen in to find out how to win.

Merry Christmas, we’ll be back in January with more guests and more news!

]]>Just in time for Christmas, we bring you a very special episode of Small Spark Theory. Across the series, we have asked all of our contributors to share the best piece of advice they’ve been given in their career,Just in time for Christmas, we bring you a very special episode of Small Spark Theory. Across the series, we have asked all of our contributors to share the best piece of advice they’ve been given in their career, so we thought we’d take a wander through the last two years of episodes and […]Lucy Mannclean28:46EP22: Rethinking Client Experience | Nick Phipps | Rawnethttp://www.gunpowderconsulting.co.uk/ep22-rethinking-client-experience-nick-phipps-rawnet
Mon, 05 Nov 2018 10:27:08 +0000http://gunpowder.wpengine.com/?p=1166http://www.gunpowderconsulting.co.uk/ep22-rethinking-client-experience-nick-phipps-rawnet#respondhttp://www.gunpowderconsulting.co.uk/ep22-rethinking-client-experience-nick-phipps-rawnet/feed0I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency. Just as customer and user experience is now paramount for consumer brands, of course the the same rules apply for B2B. There will always be other agencies who can […]I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency.

Just as customer and user experience is now paramount for consumer brands, of course the the same rules apply for B2B. There will always be other agencies who can deliver a comparable service for a comparable price, but it is the experience of working with an agency which will influence selection, keep clients coming back for more and generate referrals. But hang on a minute – isn’t that where chemistry comes in? Well yes it is, but chemistry isn’t scalable, or reliable for that matter. What I’m really talking about is the end to end experience and the processes we can put in place to truly delight clients and prospects, beyond the delivery of great work.

And yet rarely do we take the opportunity to truly put ourselves in our clients or prospects shoes, to understand just how user friendly we really are. Our reporting, meetings, emails, websites, project management processes and more are all fertile ground for identifying marginal gains.

This is an episode I’ve been wanting to make for a while so I was delighted when Nick Phipps got in touch from Rawnet. In true, “physician heal thyself” style, Rawnet are in the process of applying the customer centric principles and strategies they use for their clients’ businesses, to their own agency. We got together to chat about how it’s working out.

]]>I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency. Just as customer and user experience is now paramount for consumer brands,I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency. Just as customer and user experience is now paramount for consumer brands, of course the the same rules apply for B2B. There will always be other agencies who can […]Lucy Mannclean24:36EP21: The New Business Leader | Jemima Monies | adam&eveDDBhttp://www.gunpowderconsulting.co.uk/ep21-the-new-business-leader-jemima-monies-adameveddb
Thu, 11 Oct 2018 16:54:29 +0000http://gunpowder.wpengine.com/?p=1159http://www.gunpowderconsulting.co.uk/ep21-the-new-business-leader-jemima-monies-adameveddb#respondhttp://www.gunpowderconsulting.co.uk/ep21-the-new-business-leader-jemima-monies-adameveddb/feed0Earlier this summer, Jemima Monies, Head of New Business & PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard. She closed the piece with a rallying cry to the industry to “value new business people’s opinions, invite them to speak out and elevate […]Earlier this summer, Jemima Monies, Head of New Business & PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard.

She closed the piece with a rallying cry to the industry to “value new business people’s opinions, invite them to speak out and elevate them within your agency management teams”.

Reading this, I realised that so far in the Small Spark Theory series, whilst we’ve been speaking to a range of industry experts about elements of new business process and agency growth challenges, we have yet to give a voice to any new business practitioners.

So I’m delighted that Jemima could spare the time between pitches to come and chat. In this episode we discuss the importance of new business culture, what makes a great new business person, the power of momentum and ice cream.

With an enviable new business record, adam&eveDDB has now clocked up four years as Campaign Agency of the Year. Since recording this episode, I visited my local cinema and between trailers, the agency’s John Lewis / Waitrose “Bohemian Rhapsody” ad finished to spontaneous applause from the audience. By my reckoning they’ll be holding that top spot for a while yet.

As always you can join in the conversation on twitter @gunpowdertweets #smallsparktheory.

]]>Earlier this summer, Jemima Monies, Head of New Business & PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard. She closed the piece with a rallying cry to the industry to “value new business...Earlier this summer, Jemima Monies, Head of New Business & PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard. She closed the piece with a rallying cry to the industry to “value new business people’s opinions, invite them to speak out and elevate […]Lucy Mannclean20:52EP20: Agency Revenue Models | Erica Wolfe-Murray | Lola Mediahttp://www.gunpowderconsulting.co.uk/ep20-agency-revenue-models-erica-wolfe-murray-lola-media
Sun, 02 Sep 2018 20:54:19 +0000http://gunpowder.wpengine.com/?p=1150http://www.gunpowderconsulting.co.uk/ep20-agency-revenue-models-erica-wolfe-murray-lola-media#respondhttp://www.gunpowderconsulting.co.uk/ep20-agency-revenue-models-erica-wolfe-murray-lola-media/feed0Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murray of Lola Media, back in Episode 14, as we explored the subject of an agency’s intellectual assets, and returned to in our episode on pricing creativity with Blair Enns. And as we head into what is […]Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murray of Lola Media, back in Episode 14, as we explored the subject of an agency’s intellectual assets, and returned to in our episode on pricing creativity with Blair Enns.

And as we head into what is arguably the most important three months of the year for agency new business, we are delighted to welcome Erica back to Small Spark Theory, for a dedicated episode on agency revenue models. Based on her experience across multiple industries, Erica takes us through how we can think more creatively about what we sell and and how we sell it, and how to create multiple, and more importantly, scalable revenue streams.

All this and more is available in Erica’s brand new book, Simple Tips, Smart Ideas: Easy to Use Advice for Business Growth, which will be available from January 2019, and get this… you can win a copy too! Listen to this episode to find out how.

We’ve been getting a lot of love for Small Spark Theory over recent months, which is heartening indeed. If you’ve been listening in and enjoying what you hear, please do leave a review on iTunes, it’s really quick to do and would make our day.

]]>Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murray of Lola Media, back in Episode 14, as we explored the subject of an agency’s intellectual assets, and returned to in our episode on pricing crea...Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murray of Lola Media, back in Episode 14, as we explored the subject of an agency’s intellectual assets, and returned to in our episode on pricing creativity with Blair Enns. And as we head into what is […]Lucy Mannclean22:37EP19: Planning for exit | Tony Walford | Green Squarehttp://www.gunpowderconsulting.co.uk/ep19-planning-for-exit-tony-walford-green-square
Wed, 25 Jul 2018 19:36:11 +0000http://gunpowder.wpengine.com/?p=1147http://www.gunpowderconsulting.co.uk/ep19-planning-for-exit-tony-walford-green-square#respondhttp://www.gunpowderconsulting.co.uk/ep19-planning-for-exit-tony-walford-green-square/feed0Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business & marketing plan and activities. But what if those objectives include a sale or exit? We need a different level of planning altogether. In this episode I am joined […]Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business & marketing plan and activities. But what if those objectives include a sale or exit? We need a different level of planning altogether.

In this episode I am joined by Tony Walford – founding partner of Green Square and one of the leading M&A and corporate advisory voices in the marketing communications, media and tech sectors.

Tony offers advice on what agency owners need to plan and prepare for, including the often tricky process of demonstrating ROI to clients (awards are critical!), why incentivising your staff is essential, along with key attributes in client relationships that are attractive to potential buyers.

Not only that we have our monthly competition! Listen in to find out how to win a copy of Tony’s recommended book ‘Sad Men’ by Dave Roberts.

Just in time for the holidays, this really is a really is the perfect sunlounger episode, so put your feet up and kick back with a G + T. Stay cool gang.

]]>Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business & marketing plan and activities. But what if those objectives include a sale or exit?Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business & marketing plan and activities. But what if those objectives include a sale or exit? We need a different level of planning altogether. In this episode I am joined […]Lucy Mannclean31:58EP18: Small Spark Theory Live Part Twohttp://www.gunpowderconsulting.co.uk/ep18-small-spark-theory-live-part-two
Fri, 29 Jun 2018 10:49:14 +0000http://gunpowder.wpengine.com/?p=1137Small Spark Theory Live was recorded in front of a live studio audience at White City Place in May. In Part One, we were joined by agency board advisor Felix Velarde and Joanna Brassett, founder of Studio Into to discuss the challenges faced by agency leaders at various stages of growth. In this, the […]Small Spark Theory Live was recorded in front of a live studio audience at White City Place in May. In Part One, we were joined by agency board advisor Felix Velarde and Joanna Brassett, founder of Studio Into to discuss the challenges faced by agency ...Small Spark Theory Live was recorded in front of a live studio audience at White City Place in May. In Part One, we were joined by agency board advisor Felix Velarde and Joanna Brassett, founder of Studio Into to discuss the challenges faced by agency leaders at various stages of growth. In this, the […]Lucy Mannclean28:43EP17: Small Spark Theory Live Part Onehttp://www.gunpowderconsulting.co.uk/ep17-small-spark-theory-live-part-one
Wed, 13 Jun 2018 16:40:25 +0000http://gunpowder.wpengine.com/?p=1115On a balmy evening in early May, we took to the stage at White City Place to host Small Spark Theory Live along with our friends at YCN. This was an opportunity to bring together some of our previous podcast contributors, some new guests and an invited audience of agency founders, leaders, and new business […]On a balmy evening in early May, we took to the stage at White City Place to host Small Spark Theory Live along with our friends at YCN. This was an opportunity to bring together some of our previous podcast contributors,On a balmy evening in early May, we took to the stage at White City Place to host Small Spark Theory Live along with our friends at YCN. This was an opportunity to bring together some of our previous podcast contributors, some new guests and an invited audience of agency founders, leaders, and new business […]Lucy Mannclean55:42EP16: Pricing Creativity | Blair Ennshttp://www.gunpowderconsulting.co.uk/ep16-pricing-creativity-blair-enns
Wed, 02 May 2018 14:10:21 +0000http://gunpowder.wpengine.com/?p=1107Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year. I’ll admit, I was worried how this transformative approach to pricing would fit into this series, where we explore how we can implement small changes to […]Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year. I’ll admit,Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year. I’ll admit, I was worried how this transformative approach to pricing would fit into this series, where we explore how we can implement small changes to […]Lucy ManncleanEP:15 Social Media | Alex & Claire Blyth | Red Setterhttp://www.gunpowderconsulting.co.uk/ep15-social-media-alex-claire-blyth-red-setter
Mon, 09 Apr 2018 08:47:37 +0000http://gunpowder.wpengine.com/?p=1084Anyone who has been to one of my talks, listened to Small Spark Theory or worked with me on increasing new business performance will know my feelings on LinkedIn by now. I stand by my well-worn edict “if you do nothing else, get to grips with LinkedIn” and will continue to do so, until such […]Anyone who has been to one of my talks, listened to Small Spark Theory or worked with me on increasing new business performance will know my feelings on LinkedIn by now. I stand by my well-worn edict “if you do nothing else,Anyone who has been to one of my talks, listened to Small Spark Theory or worked with me on increasing new business performance will know my feelings on LinkedIn by now. I stand by my well-worn edict “if you do nothing else, get to grips with LinkedIn” and will continue to do so, until such […]Lucy Mannclean21:02EP14: Intellectual Assets | Erica Wolfe-Murray | Lola Mediahttp://www.gunpowderconsulting.co.uk/ep14-intellectual-assets-erica-wolfe-murray-lola-media
Tue, 06 Mar 2018 08:23:49 +0000http://gunpowder.wpengine.com/?p=1076Let’s be honest. These are uncertain times. Even those agenciy owners who are highly proficient in keeping the new business pipeline bubbling, will probably have had a heart-stopping moment or two over the last 18 months. An unexpected decision by a client, the surprising cancellation of a new project after the green light has […]Let’s be honest. These are uncertain times. Even those agenciy owners who are highly proficient in keeping the new business pipeline bubbling, will probably have had a heart-stopping moment or two over the last 18 months.Let’s be honest. These are uncertain times. Even those agenciy owners who are highly proficient in keeping the new business pipeline bubbling, will probably have had a heart-stopping moment or two over the last 18 months. An unexpected decision by a client, the surprising cancellation of a new project after the green light has […]Lucy ManncleanEP13: Agency positioning | David C Bakerhttp://www.gunpowderconsulting.co.uk/agency-positioning-david-c-baker
Tue, 13 Feb 2018 17:41:19 +0000http://gunpowder.wpengine.com/?p=1059In previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies. So I was delighted to meet David C Baker at a Design Business Association event late last year. David is an author, […]In previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies. So I was delighted to meet David C Baker at a Design Bus...In previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies. So I was delighted to meet David C Baker at a Design Business Association event late last year. David is an author, […]Lucy Mannclean32:02EP12: A client perspective | Katie Pattison | Hammerson plchttp://www.gunpowderconsulting.co.uk/ep12-a-client-perspective-katie-pattison-hammerson-plc
Tue, 05 Dec 2017 11:42:55 +0000http://gunpowder.wpengine.com/?p=1047In episode 10 we gained some fantastic insight into best pitch practice from Tony Spong at AAR. Tony’s intermediary experience – seeing the process from a client and agency perspective, got us thinking how useful it would be to involve some clients in our future episodes. So, we finish the year with the first […]In episode 10 we gained some fantastic insight into best pitch practice from Tony Spong at AAR. Tony’s intermediary experience – seeing the process from a client and agency perspective, got us thinking how useful it would be to involve some clients in ...In episode 10 we gained some fantastic insight into best pitch practice from Tony Spong at AAR. Tony’s intermediary experience – seeing the process from a client and agency perspective, got us thinking how useful it would be to involve some clients in our future episodes. So, we finish the year with the first […]Lucy Mannclean38:03EP11: Negotiation | Hilary Gallohttp://www.gunpowderconsulting.co.uk/ep11-negotiation-hilary-gallo
Mon, 06 Nov 2017 13:32:08 +0000http://gunpowder.wpengine.com/?p=1033Whether going into battle with procurement to defend agency day rates, or agreeing the scope of a project for the available client budget – our ability to confidently and effectively negotiate can make a tangible difference to our bottom line. In this episode of Small Spark Theory, I’m joined by ex-corporate lawyer, author and […]Whether going into battle with procurement to defend agency day rates, or agreeing the scope of a project for the available client budget – our ability to confidently and effectively negotiate can make a tangible difference to our bottom line.Whether going into battle with procurement to defend agency day rates, or agreeing the scope of a project for the available client budget – our ability to confidently and effectively negotiate can make a tangible difference to our bottom line. In this episode of Small Spark Theory, I’m joined by ex-corporate lawyer, author and […]Lucy ManncleanEP10: The pitch | Tony Spong | AARhttp://www.gunpowderconsulting.co.uk/ep10-the-pitch-tony-spong-aar
Sat, 07 Oct 2017 17:15:06 +0000http://gunpowder.wpengine.com/?p=1017Losing a pitch is just bad news all round. It costs an agency big; in time, money, resource, morale and confidence. So as new business performance improvement goes, there is surely no better place to make tangible impact than in the pitch itself. The good news is that the opportunities for making marginal gains […]Losing a pitch is just bad news all round. It costs an agency big; in time, money, resource, morale and confidence. So as new business performance improvement goes, there is surely no better place to make tangible impact than in the pitch itself.Losing a pitch is just bad news all round. It costs an agency big; in time, money, resource, morale and confidence. So as new business performance improvement goes, there is surely no better place to make tangible impact than in the pitch itself. The good news is that the opportunities for making marginal gains […]Lucy ManncleanEP9: Culture | Katz Kielyhttp://www.gunpowderconsulting.co.uk/ep9-culture-katz-kiely
Wed, 06 Sep 2017 09:25:54 +0000http://gunpowder.wpengine.com/?p=923 The people part of our business can so often get overlooked in our efforts to generate new business. Yes, we might think about chemistry once we are faced with a pitch opportunity but beyond that, our thinking tends to get muddled when we consider the power of our people to drive referrals and introductions. […] The people part of our business can so often get overlooked in our efforts to generate new business. Yes, we might think about chemistry once we are faced with a pitch opportunity but beyond that, our thinking tends to get muddled when we consider th... The people part of our business can so often get overlooked in our efforts to generate new business. Yes, we might think about chemistry once we are faced with a pitch opportunity but beyond that, our thinking tends to get muddled when we consider the power of our people to drive referrals and introductions. […]Lucy Mannclean29:18EP8: Productivity | Robert Kelseyhttp://www.gunpowderconsulting.co.uk/ep8-productivity-robert-kelsey
Thu, 17 Aug 2017 11:58:21 +0000http://gunpowder.wpengine.com/?p=900 So far in our Small Spark Theory podcast series we’ve been exploring the ways we can make marginal gains in our agency new business and marketing performance. We’ve discussed the tweaks and improvements, the tips and tricks that can help us perform better, and see a better return on our time and money. […] So far in our Small Spark Theory podcast series we’ve been exploring the ways we can make marginal gains in our agency new business and marketing performance. We’ve discussed the tweaks and improvements, the tips and tricks that can help us perform b... So far in our Small Spark Theory podcast series we’ve been exploring the ways we can make marginal gains in our agency new business and marketing performance. We’ve discussed the tweaks and improvements, the tips and tricks that can help us perform better, and see a better return on our time and money. […]Lucy Mannclean35:38EP7: Eventshttp://www.gunpowderconsulting.co.uk/ep7-events
Sun, 09 Jul 2017 12:25:12 +0000http://gunpowder.wpengine.com/?p=850 Getting in a room together with clients and prospects is undoubtedly the best way to foster good relationships. But creating the opportunity to connect in person, outside of the cut and thrust of delivering day to day project work, or a credentials or a pitch scenario, can be a challenge. Hosting an event, […] Getting in a room together with clients and prospects is undoubtedly the best way to foster good relationships. But creating the opportunity to connect in person, outside of the cut and thrust of delivering day to day project work, Getting in a room together with clients and prospects is undoubtedly the best way to foster good relationships. But creating the opportunity to connect in person, outside of the cut and thrust of delivering day to day project work, or a credentials or a pitch scenario, can be a challenge. Hosting an event, […]Lucy Mannclean25:17EP6: Agency Websiteshttp://www.gunpowderconsulting.co.uk/ep6-agency-websites
Mon, 05 Jun 2017 10:59:25 +0000http://gunpowder.wpengine.com/?p=823 Something interesting happens when you ask an agency leader about their website. Usually a slight shift in their seat, followed by a sigh, a pained expression and a mumble about the site being due for an overhaul. A similar thing happens when you talk to marketing or new business practitioners in an agency, there’s a sense […] Something interesting happens when you ask an agency leader about their website. Usually a slight shift in their seat, followed by a sigh, a pained expression and a mumble about the site being due for an overhaul. Something interesting happens when you ask an agency leader about their website. Usually a slight shift in their seat, followed by a sigh, a pained expression and a mumble about the site being due for an overhaul. A similar thing happens when you talk to marketing or new business practitioners in an agency, there’s a sense […]Lucy Mannclean22:49EP5: Lead Generation | The Future Factoryhttp://www.gunpowderconsulting.co.uk/ep5-lead-generation-the-future-factory
Mon, 08 May 2017 11:21:05 +0000http://gunpowder.wpengine.com/?p=789 Prospecting, cold calling, lead generation. Call it what you will, most agencies recognise the need to supplement the more reliable client and network referrals by investing in generating opportunities with new audiences. And whether this activity is managed in-house, or outsourced to a lead generation specialist, it certainly is an investment; either in […] Prospecting, cold calling, lead generation. Call it what you will, most agencies recognise the need to supplement the more reliable client and network referrals by investing in generating opportunities with new audiences. Prospecting, cold calling, lead generation. Call it what you will, most agencies recognise the need to supplement the more reliable client and network referrals by investing in generating opportunities with new audiences. And whether this activity is managed in-house, or outsourced to a lead generation specialist, it certainly is an investment; either in […]Lucy Mannclean29:01EP4: Agency Growth Planning | Felix Velardehttp://www.gunpowderconsulting.co.uk/ep4-agency-growth-planning-felix-velarde
Mon, 03 Apr 2017 13:07:56 +0000http://gunpowder.wpengine.com/?p=778For agency leaders, managing the day to day business of client and staff needs whilst staying focused on a clear growth trajectory can seem an insurmountable task. Whether you are looking for a high value exit, attempting to break through the turnover ceilings of one, two five or ten million or simply want to avoid […]For agency leaders, managing the day to day business of client and staff needs whilst staying focused on a clear growth trajectory can seem an insurmountable task. Whether you are looking for a high value exit,For agency leaders, managing the day to day business of client and staff needs whilst staying focused on a clear growth trajectory can seem an insurmountable task. Whether you are looking for a high value exit, attempting to break through the turnover ceilings of one, two five or ten million or simply want to avoid […]Lucy Mannclean35:44EP3: Communication and Presentation Skills | Catherine Allison | Master The Arthttp://www.gunpowderconsulting.co.uk/ep3-communication-and-presentation-skills-catherine-allison-master-the-art
Mon, 06 Mar 2017 14:03:31 +0000http://gunpowder.wpengine.com/?p=763Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams. That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle, yet this last precarious mile of securing the business can so often be derailed by […]Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams. That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle,Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams. That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle, yet this last precarious mile of securing the business can so often be derailed by […]Lucy Mannclean32:41EP2: PR | Tim Duncan | TDC PRhttp://www.gunpowderconsulting.co.uk/ep2-pr-tim-duncan-tdc-pr
Mon, 13 Feb 2017 18:00:56 +0000http://gunpowder.wpengine.com/?p=742Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it’s easy to overlook the impact of a planned and coordinated PR approach. In this episode I chat with Tim Duncan, founder of TDC PR about his PR successes, tips for getting […]Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it’s easy to overlook the impact of a planned and coordinated PR approach.Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it’s easy to overlook the impact of a planned and coordinated PR approach. In this episode I chat with Tim Duncan, founder of TDC PR about his PR successes, tips for getting […]Lucy Mannclean31:36Introducing Small Spark Theory™http://www.gunpowderconsulting.co.uk/introducing-small-spark-theory
Tue, 24 Jan 2017 22:59:25 +0000http://gunpowder.wpengine.com/?p=704For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success, ebbs and flows of revenue, euphoric wins and debilitating disappointments. And I’ve become fascinated with those […]For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success,For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success, ebbs and flows of revenue, euphoric wins and debilitating disappointments. And I’ve become fascinated with those […]Lucy Mannclean30:18